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Monday, December 31, 2012

St. Louis Hall of Famer Richard Miller Dies


Miller purchased KXLW in St. Louis in 1958. He added KADI-FM in 1969.  In 1995 Miller sold his stations when he became chairman of Truman Bank in Clayton. He was inducted into the St. Louis Radio Hall of Fame in 2005, and was due to be honored at the Second Annual Classic Rock Radio Reunion next month in St. Charles.

View the original article here

Emmis Completes Refinancing


Emmis announced completion of its new $100 million Credit Agreement. Money from the deal will be used to refinance Emmis' existing Term Loan B, Extended Term Loan B, Senior Unsecured Notes, and for general spending. The new agreement is an $80 million term loan and $20 million revolving line of credit with a five year maturity. The company expects that the deal will enhance steps alread taken to create shareholder value by reducing interest expenses and targeting free cash flow generated for principal repayments.

View the original article here

Pirate Station Disables Key Fobs in Florida


South Florida residents parking near the Hollywood Florida Police department were puzzled every time they tried to unlock their cars using their keyless entry device. They stopped working. It took months for authorities to determine a pirate radio station operating in the area was interfering with the units.

Police are still searching for the pirate station operator, who was broadcasting Caribbean music at 104.7 on the dial. A detective and an FCC agent found the equipment on December 6th concealed under an air conditioning unit. Cars made by Ford, Lexus, Toyota, BMW and Mercedes reportedly were affected. The issues with the keyless entry devices began back in August.

Read more HERE at the Sun Sentinel

View the original article here


One of the most popular pages of Radio Ink Magazine is our "Blast From The Past" page. In every issue we include a classic photograph of old radio studios, dated radio equipment or weird looking station vehicles on remote. It's a great way to take a glance at how far the radio industry has come in technology Send your favorite radio memory to

(12/18/2012 3:33:53 PM)
"Brazil: Test Tech Before it is Implemented"

"After extensive testing of Both HD Radio and DRM, the Secretary of the Ministry of Communications Electronic Communications, Genildo Lins, said the tests of the two technologies have had poor results, especially high power FM . The testing demonstrated the digital signal coverage is approximately 70% of the current analog signal. The future of radio is digital, but that future is not yet."

(12/14/2012 10:27:02 AM)
I hated spotmasters in those days and spotlighting old radio tech just typecasts the broadcasting industry as a dinosaur. Maybe the digital guys are right, after all.

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View the original article here

(AUDIO) What is Radio's Sales Problem?

What is Radio's Sales Problem?

It's been a flat to slightly up revenue year for most of radio in 2012. Lower comps and high hopes for an abundance of political advertising revenue set the bar high for the year and it appears the industry will fall short of its expectations. Why is that and how did it happen? What's going on out there on the street and how can things be turned around and revved up in 2013? Is radio destined to be a flat to slightly up industry as TV and Digital make gains at our expense?

We asked Dave Gifford and Matt Sunshine all of these questions hoping to give you more ideas on how to improve your sales game immediately. Gifford and Sunshine are out in the field every day working with salespeople and listening to the feedback they get from clients about radio. We hope you'll be able to use some of what they say to get an edge over your competitors starting today.

Listen to our latest Sales Meeting Podcast HERE

How to reach our guests:
Dave Gifford
Matt Sunshine

(12/28/2012 8:00:38 AM)
Love Matt Sunshine and the people at CSS and I have no issue with anything they said in the interview. Yet, at the end of this session, I found myself thinking of the term "refried beans" (yeah, I know the beans aren't actually refried). Point is, I spent 30 years in radio sales and I first heard most of this stuff early in my career. I'm just heart-sick that the industry has mostly paid lip service to it. Honestly, most business development efforts I've seen center around reading Miller Kaplan X-Ray reports and monitoring services, then challenging reps to go after it. It's a reckless, largely fruitless exercise. Beyond that, it keeps us running in the same concentric circle--chasing the same 5% of spending the industry already gets. The low-hanging fruit is where most smart sales managers who want to keep their jobs and make their numbers spend 90% of their non-admin sales focus.

I believe the solution to growing radio sales is beyond the reach of large, publicly traded media groups because it requires counter-intuitive action. More is More. Hire more qualified talent and pay them like other serious, growth-oriented industries pay their talent (more). Unfortunately, corporate radio has slashed its bottom line to a point of no return.

(12/28/2012 12:05:45 AM)
Gif gets's it right.It is about identifying needs and finding advertising solutions. Radio is one solution. Today we have access to many other solutions that can contribute to our radio stations revenue stream.
Ideas create new accounts but the only ideas that really count are the ones that turn an account into a long term marketing partner.
Dean of Portland Radio.
(12/27/2012 11:47:32 AM)
I've grown a deep respect for Gif, based on his passion for selling radio. Matt Sunshine and CSS Center I'm not familiar with. Both, though, along with the interviewer may be showing what radio's sales problem is; in over 30 minutes, the word "accountability" was not used.

Ad buying is changed, with growing emphasis on providing ROI. That term was used once in this discussion (19:05), in a sentence with the word "relationships." Relationships was highlighted from there. ROI, ignored.

Learning to sell is important. Offering solutions is too. But more ad buying is done today on a "show me data that says your media is an efficient use of my money." Radio has taken no step in satisfying this request - and that is radio's main sales problem.

(12/27/2012 10:20:52 AM)
"Brazil: Tests Tech Before Implementation"

"After extensive testing of both HD Radio and DRM, the Secretary of the Ministry of Communications Electronic Communications, Genildo Lins, said the tests of the two technologies have had poor results,"

(11/13/2012 7:17:15 PM)
Have you listened to radio lately?

As Adam Savage of Mythbusters is wont to say "There's your problem."

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View the original article here

Sunday, December 30, 2012

(AUDIO) Stop Apologizing For Being in Radio

Download this show


In today's (30 minute) Sales Meeting Podcast we spoke to Paula Hambrick. Hambrick is the CEO of Hambrick and Associates, a very well-know and successful advertising agency in Chicago. Hambrick is a big fan of radio and spends a significant amount of money on the medium. We asked her to be brutally honest about how radio can increase its share of the revenue pie, why political candidates buy more TV than radio, the impact our ratings service has on buys and much more. Hambrick's number one piece of advice for all of you, "Stop apologizing for being in radio."

Listen to our Podcast HERE
You can also download it from iTunes. Subscribe to our iTunes page HERE

View the original article here

Auto Sales Finishing The Year Strong


Kelly Blue Book reports clearance events and new-car sales are expected to push sales over the 1.35 million unit mark for December, pushing the seasonally adjusted annual rate (SAAR) to 15.2 million units. After a strong November and December, the final sales tally for 2012 should approach 14.5 million units. This would amount to a more than 13% year-over-year increase and the third consecutive year of double-digit gains. While growth will continue in 2013, KBB does not expect to see a fourth consecutive year of double-digit gains.

View the original article here

(AUDIO) Are You Selling Hamburgers?

Download this show


We've heard a lot over the past year about lost jobs, too much consolidation, radio sounding more and more like an iPod and the diminishing voices of talented local DJ's and news anchors. When interviewing small market broadcasters who are entrenched in their communities, those topics are never part of the dialogue. What you hear a lot of is passion, excitement and how to sell hamburgers. That last phrase might not make sense to you. Yet. When you listen to our interview with Mike Hulvey from Neuhoff Communications and Patrick Communications CEO Larry Patrick, it will make a lot of sense. Hulvey and Patrick are small market operators with big - and unique - ideas on how to make radio rock in small communities. We guarantee you are going to steal a few of their ideas if you listen to this podcast. Small market success stories is a focus of our January 21st issue of Radio Ink magazine. We couldn't wait that long to share these great ideas with you.


View the original article here

Amber Alert Heard on Radio Helps Find Child


A one-year-old Kansas City child is safe thanks to an Amber Alert heard on the radio. Kansas City resident Eric Dooley told he heard the Amber Alert on Entercom's KMBZ and happened to be in the right place at the right time. Police say Mazurennae Clark's son was taken, along with her car, by a friend when she went inside a house for a few minutes. Clark said, "I never thought Amber Alerts worked, but it did for my kids."

View the original article here

The Curtain's About To Lift For CBS Sports Radio

CBS Sports Radio is five days away from launching its 24-hour network which will immediately pit CBS against sports powerhouse ESPN. While Dial Global/NBC, Fox Sports Radio, and David Gow's Yahoo! Sports will also be tough competitors in this space, the major market signals in the CBS portfolio combined with Cumulus's huge roster of possible affiliates is going to put CBS in a position to give ESPN headaches.

Of course, the massive ESPN brand has a head start of more than a decade. They are everywhere. Radio, TV, in your phone, and on your tablet. They have shows like Mike & Mike that have been around forever and have become their own brands. One of the first CBS Sports announcements was the poaching of ESPN's Doug Gottlieb who will hold down the 3PM to 6PM slot on the network. CBS's network morning show will be the three-person team of Tiki Barber, Brandon Tierney, and Dana Jacobson. In addition to, all of the above, there is also Entercom. While not a network, the local Entercom talent in San Francisco, Boston, Buffalo, and other cities is formidable.

CBS, too, has always been strong at local sports. On our recently released list of local talkers, CBS occupied five of the top 10 positions. With stations like WFAN in New York, The WIP in Philly, and WJFK in D.C., just to name a few, CBS will be able to weave network programming into its local affiliates, making those local brands even stronger. We'll see how it goes and hear how it sounds in 2013. We spoke to CBS Radio Senior Vice President of Programming Chris Oliviero about what's happening these final days before the launch.

Less than a week to go. A long time in the making. What are your thoughts? Must be a lot of excitement building. Tell us about what everybody is going through during this final countdown.
?We have assembled a first-class staff for CBS SPORTS RADIO, both on and off the air, led by Eric Spitz. The whole team has been working tirelessly this holiday season to make sure we deliver for our affiliates right out of the box on Day 1. The holidays are always a hectic time of year but when you now add to that the task of launching a 24/7 sports radio network, it can get even crazier and stressful, but I must say, despite these challenges, our team has managed it all seamlessly. They absolutely have been running on adrenaline and excitement in anticipation of the inaugural broadcast of CBS SPORTS RADIO at midnight on Jan 2nd.?   

Tell us about the massive effort in people and time putting this together. Someone came up with the idea originally. Now, it's about to become a full-blown reality.
?It has definitely been a sprint since we announced our plans in June to be 24/7 by January, but again, to the credit of our team, we?ve not just pulled it off but did so I feel at a very high level of quality content which was our main goal. CBS SPORTS RADIO has hired over 65 people in this time, on-air and off-air, full time and part time, which is another great byproduct of this launch. At a point when our industry has seen more stories about contraction, this is one of growth and expansion. All of these people have contributed to delivering a debut programming line-up that around the clock is filled with recognizable names, compelling personalities, and best-in-class sports radio professionals.?   

What should listeners expect to hear that first day and first week (not specific topics)? You think everyone is ready? Will we hear some nervousness, working out kinks, etc?
?Listeners should expect to hear great and compelling sports talk on Day 1. Period. It is not about us on Day 1, it is about the listeners; and honestly they could care less about the 'industry chatter' about a new sports radio network and all the inner workings. When people get in their car this week, they want to talk about the NFL playoffs and the BCS Championship plus any other major sports headlines of the day, so that?s what we will give them right out of the box. Our talent and producers know this and are ready to roll.? 

Was there a lot of practice that your talent did to get ready? Did they do mock shows and things like that?
?Of course we had to do dry runs to work out the technical glitches and get the staff comfortable with the equipment in advance of signing on, as would be expected. But in terms of the air talent, as I mentioned, one of the best things about the CBS SPORTS RADIO line-up is that from top to bottom it is staffed with the biggest names in sports radio and professionals that have been doing this for a long time and know what to do when the light goes on. Affiliates are not getting a 'start up' line-up or an 'expansion team' roster, but instead all-stars who have competed in this space at the highest level for a long time.? 

On January 2, 2014, what are you hoping to see when you look back?
?Simply put, we hope to look back a year from now and see many happy affiliates that feel they have been rewarded with great content each and every day of the year . . . that?s our mission.? 

Where can listeners go online to listen?
?The site is which will continue to evolve during the year and will just be one part of our digital strategy that will bring our content to as many platforms as possible, while also working hand in hand with our affiliates in this space as well.?

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You Need to Look In Their Eyes


One thing that has changed very little in selling radio is that virtually all sellers try to make their first impression on the telephone. ?It?s a game of numbers? we?ve been hearing all of our lives. Make 50 calls today and hopefully you?ll get a few appointments. Some of radio?s greatest sellers today don?t practice their craft this way and haven?t for some time.

They?ve come to understand a telephone call to a business in the heart of the work day is categorically an interruption; an unwanted call. It?s like getting that annoying call at home in the evening when you?re in the middle of dinner from someone wanting to clean your carpets because they?re going to be in the area anyway (which they aren?t).

The following reality will make sales managers everywhere cringe? I wouldn?t give you 25 cents for a call report. I don?t want to read about 100 phone calls, most of which didn?t really happen anyway. I can buy fiction at Barnes & Noble. I want to know how many cast-in-stone appointments you have booked for next week with someone who either owns or controls the advertising of a business. I want to see the real plan!

If you can prove to me at 5 p.m. on Friday, that you have just eight to 10 of these cast-in-stone appointments booked and on the calendar for next week,  neither one of us will ever miss budget! So, what do I do instead of calling 50 businesses on the telephone, you ask? Just walk in the door of three or four businesses each day, offer a business card, get a business card and start asking questions.

There are a few key messages you must communicate: (1) Neither I, nor my radio station hit a home run every time we step up to the plate, but we help many businesses every day and they?ll tell you we do. (2) I don?t make promises I can?t keep. I may be able to help you. I may not. (3) I?m willing to learn about your current challenges, invest time in your business and see if I can help if you?re willing to answer my questions and spend some time with me. (4) No obligation, no promises, except one? I work harder for my clients than any other media sales representative you?ve ever met. If we determine I can help, I?ll do the same for you.

Looking in the eyes of an advertising decision-maker and conducting your first call this way will make you unplug your telephone and put it in the drawer. Saying, ?I?m not interested? and hanging up the phone is easy for a business-owner. Hearing your sincere desire to help while looking in your eyes and shaking your hand is much harder to reject.

Don?t call 50 businesses today. Go shake the hand of a few of a few of these folks and LOOK IN THEIR EYES!

Rob Adair is the President of Pinnacle Solving. His company provides revenue growth solutions, branding and differentiation strategies to radio and other industries. Adair is a former radio industry COO and Sr. VP overseeing 25+ stations and multiple major markets. He can be reached at 405-641-0458 or by e-mail

(12/27/2012 10:21:50 AM)
"Brazil: Tests Tech Before Implementation"

"After extensive testing of both HD Radio and DRM, the Secretary of the Ministry of Communications Electronic Communications, Genildo Lins, said the tests of the two technologies have had poor results,"

(12/5/2012 7:58:23 PM)
I could not agree more! I am a frontline marketing guy...previously worked at radio stations. Belly to belly is what it is all about, as my friend and TERRIFIC radio leader Bob
Ridzak has always said! ...Today, radio is poisoned by corporate dweebs, who put in more meetings, more reports, more procedures...all SALES KILLERS!

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Saturday, December 29, 2012

How To Hold Your Rate Every Time


Here?s a riddle. What topic generates a lot of buzz, is of interest to all of us, is obviously important, and yet has never been figured out? Easy: holding rate. A quick search online will turn up endless discussions about holding rate, going back years. You could spend all day reading them. And most of them focus on why holding rate is important, rather than on helping you figure out how to successfully do it.

You already know it?s important. You know your organization would benefit greatly from a sales approach that is fundamentally focused on delivering a specific ROI for clients rather than being centered largely on rate. So this article will tell you exactly how: I am going to give you five specific ways you can hold rate.


Perhaps the reason rate comes up so often with our clients and prospects is because we bring it up. A good proposal will focus on the solution and the opportunities for return on investment. If your client conversations are heavily focused on cost per unit or on specific rates, you are setting yourself up for the rate discussion and negotiation to come. Take a look at the last 20 proposals you presented. How many of them focused on rate?


I?m a big believer in the concept of the ?no surprise? proposal. For you to deliver a great ?no surprise? proposal, the client or prospect needs to have already agreed to every aspect of the proposal before it?s ever presented. By discussing and agreeing on the rate up front, you will avoid the negotiations that often occur at or after the delivery. A rate on its own is just begging to be negotiated by a savvy buyer. But a rate attached to a great idea, one that has been been agreed upon in advance, is already set.


So many sales calls end up with the salesperson going on and on about why their product is better, bigger, faster and smarter than the others. The proposals that go out all seem the same, hawking a product that looks a lot like all the others and blasting the potential buyer with all the reasons they should buy. From the client perspective, we all represent commodities. Like gold. Gold is gold, right?

It?s all good, but if one company is willing to sell it to you for a better price than another, you?ll likely choose to buy from them. There?s an easy fix for this: Stop selling like you represent a commodity and start selling your ideas on how your product can get results. When you focus on the how rather than the why, your rate will no longer be under that glaring spotlight.


Easier said than done, I know. But you can do it. The fact is, we have trained our buyers to believe they can successfully negotiate with us ? so why wouldn?t they do it? Until we start saying no, they will continue to try. Right now you?re thinking that if you start saying no, you?ll fail to make your budgets and to win the loyalty of your clients, both of which are critical to your success. Here?s the key: Walking away from an unacceptable rate goes hand-in-hand with increasing quality pending business.

It?s hard to say no when you have only one deal out there and you need that deal to make your budget. It becomes much easier to say no when you have room for only one more deal and you have five clients or prospects that are all interested in results rather than low rates.


You?re selling more than just units and inventory. In today?s environment, you are selling your expertise. You?re selling your ideas, advice, foresight and guidance. A professional sales rep sells solutions to significant challenges.

And gets results. Climb above the riffraff and make both price and rate a non-issue by presenting yourself as a professional. Partner with your clients, focus on the results, and build a library of success stories that represent your work well.

Matt Sunshine is EVP of the Center for Sales Strategy. E-mail:

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Former Barnstable President David Gingold Dies


Gingold passed away December 21 in Memphis. He is also a former president of Birch Radio Ratings. He was retired and is survived by a son, David Slocum Gingold Jr.; a daughter, Mason Gingold; his parents, Joyce and Lester Gingold, and his sister, Joy Bateman. He was only 62.

View the original article here

(AUDIO) What is Radio's Sales Problem?

What is Radio's Sales Problem?

It's been a flat to slightly up revenue year for most of radio in 2012. Lower comps and high hopes for an abundance of political advertising revenue set the bar high for the year and it appears the industry will fall short of its expectations. Why is that and how did it happen? What's going on out there on the street and how can things be turned around and revved up in 2013? Is radio destined to be a flat to slightly up industry as TV and Digital make gains at our expense?

We asked Dave Gifford and Matt Sunshine all of these questions hoping to give you more ideas on how to improve your sales game immediately. Gifford and Sunshine are out in the field every day working with salespeople and listening to the feedback they get from clients about radio. We hope you'll be able to use some of what they say to get an edge over your competitors starting today.

Listen to our latest Sales Meeting Podcast HERE

How to reach our guests:
Dave Gifford
Matt Sunshine

(12/28/2012 12:05:45 AM)
Gif gets's it right.It is about identifying needs and finding advertising solutions. Radio is one solution. Today we have access to many other solutions that can contribute to our radio stations revenue stream.
Ideas create new accounts but the only ideas that really count are the ones that turn an account into a long term marketing partner.
Dean of Portland Radio.
(12/27/2012 11:47:32 AM)
I've grown a deep respect for Gif, based on his passion for selling radio. Matt Sunshine and CSS Center I'm not familiar with. Both, though, along with the interviewer may be showing what radio's sales problem is; in over 30 minutes, the word "accountability" was not used.

Ad buying is changed, with growing emphasis on providing ROI. That term was used once in this discussion (19:05), in a sentence with the word "relationships." Relationships was highlighted from there. ROI, ignored.

Learning to sell is important. Offering solutions is too. But more ad buying is done today on a "show me data that says your media is an efficient use of my money." Radio has taken no step in satisfying this request - and that is radio's main sales problem.

(12/27/2012 10:20:52 AM)
"Brazil: Tests Tech Before Implementation"

"After extensive testing of both HD Radio and DRM, the Secretary of the Ministry of Communications Electronic Communications, Genildo Lins, said the tests of the two technologies have had poor results,"

(11/13/2012 7:17:15 PM)
Have you listened to radio lately?

As Adam Savage of Mythbusters is wont to say "There's your problem."

(11/12/2012 9:57:00 PM)
It gets worse, friends. We are no longer in a position to produce the necessary quality of commercials it will take to impact and influence an audience.
The argument can be made we never were in that position because of a lack of understanding of how the medium actually works.

In other words, even if the sales departments could get their own acts together, they will still be hitting the streets with empty sacks of "air time" rather than a bag of "solutions".

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E-book Ownership Jumps to 25%

Another sign, consumers want all of their information on just a few small devices. According to the latest information from the Pew Research Center, in the past year alone, the number of people who read e-books increased from 16% to 23%. The move toward e-book reading coincides with an increase in ownership of electronic book reading devices.

In all, according to Pew, the number of owners of either a tablet computer or e-book reading device such as a Kindle or Nook grew from 18% in late 2011 to 33% in late 2012.

Read more about the increase in e-book ownership and exactly who the readers are, HERE

View the original article here

Management Can Not Motivate


            Dave "Giff" Gifford

                          (excerpted from Giff?s ?The Graduate School For Sales Management?

  Was former General Electric CEO Jack Welch a great motivator? If, as the record shows, his

  inspirational leadership influenced people to do what he wanted them to do, most business

  people will agree with that characterization.

                          But by that standard alone, so too are the 230 celebrated individuals (past and present)

                          listed in the left hand columns of this brief?an intriguing list that includes Ghengis Khan,

                          Adolf Hitler, Joseph Stalin and Osama bin Laden along with Abraham, Buddha, Jesus Christ,

                          and the Prophet Muhammad.

                          It is my view that none of those notable figures "motivated" anybody. Jesus Christ and the

                          Prophet Muhammad never motivated anybody? Preposterous! Read on and allow me to

                          disabuse you of that notion, fair enough.

                          Despite the many thousands of people I have managed, consulted and/or whom attended

  my seminars and speaking engagements over the years?hardened in their conviction I

  motivated them personally?I never motivated anybody in my life and, as a sales manager,

                          neither have you or will you.

      My workplace thesis? No sales manager can motivate an unmotivated salesperson!

                          For the purpose of clarity, here are six absolutes for what follows:

                          1.  Management can not motivate.

                          2.  Management can only activate.

                          3.  Management can not change attitudes.

                          4.  Management can only change behavior.


                                Motivate:   To provide with a motive                

                                Activate:    To make active or more active

                                Attitude:               A settled way of thinking or feeling

                                Behavior:  The way in which someone behaves

                          From this point on I invite you to "argue with the author". Me! That is, you to play judge and

                          jury as if I were presenting my case in a court room. Are my contentions correct or incorrect?

                          It's your call.

                        Well, I?m getting a reaction already because I hear someone grumbling, "Those are just

                        your opinions, Giff!" Actually, they are not just my opinions. The question, for example, as

                        to whether or not a sales manager can motivate their salespeople, is still debated among

                        human behaviorists?most favoring my position.

So, who am I to get in a debate in the company of such credible sources as Peter Drucker, the late guru of management gurus; Warren Bennis, known for his watershed books on leadership; behavioral scientist Abraham Maslo; clinical psychologist Frederick Herzberg; social scientist Douglas McGregor; and John Adair, one of the world's foremost authorities on leadership and leadership development.

I'll lead off with one indisputable fact. The above scholars agree that people will not do what you want them to do, willingly, without their consent. Willingly!

                                   Years ago, Bennis defined motivation as communicating a vision others can believe in,  

                                   then helping people convert that vision into organizational gains. But what if the vision sent

is not the vision received primarily z because the recipients don't buy into that vision and, therefore, its conversion into organizational change is impossible? Was it the fault of the motivator, ?alleged?, a flawed vision, or a poorly communicated vision which renders Bennis' definition incomplete.

Drucker counseled that if you "manage-by-objectives" (MBO) you motivate by encouraging communication at all levels. Although I manage by a delineation of MBO?MBP: Management By Priorities?I am at a loss to understand how encouraging communication "provides with a motive". What if the communication is miscommunicated?

The failure of a vision sent, but not received, is usually the fault of the sender owing to the fact that all communications are totally dependent on the words one chooses, the order in which one places those words, and how one says or expresses those words. Clarity! Wrong words and/or wrongly placed words and/or wrongly expressed words are what miscommunications are all about.

      As a practicing student as well as teacher of management for over 50 years, my

      experiences, plural, have taught me that in every management-employee communication,

      there are "senders" and "receivers". And, given the hired-fired laws of leverage are

      (written by the employers), management's role is mostly that of the "senders", with their

      employees the intended "receivers". Not surprisingly, it is mostly a one-way communication

      and sender-based only, with no consideration whatsoever for the unwillingness of certain

      receivers (non self-motivated sellers) to be motivated by anyone.

      Why did you get up this morning? You didn't get up to fulfill the company's "mission

      statement", did you? Nor did you get up for your boss, your salespeople, or the "team",

      true or false? No, you got up for yourself, and hopefully for whomever is dependent on you.

                                     Is it any different for the salespeople who work for you? 

                          As a sales manager, what capacity do you think you have to motivate your salespeople? You

                          might indeed posses a certain magnetic charisma and?through your inspirational

                          leadership, exceptional communication skills, proven ability to persuade, and backed up by a

                          track record for establishing the team-building, cheerleading magic it sometimes takes?you

                          you remain convinced you motivated them. Motivated or influenced them?

                          Sales managers do have the capability to influence salespeople. Which ones? Your self-

                          motivated salespeople or your unmotivated salespeople? What if their vision is exactly the

                          same as your vision? In that context, you didn't provide them with a motive. At the outset

                          their motive was a shared ownership. In effect, all you did was prompt self-motivated

                          salespeople to "take action". Not all that difficult, right? In that case, all you teally did?was

                          activate the mechanism of self-motivation. That is, you re-cocked the trigger of a self-

                          motivated individuals. Therefore, inasmuch as it is impossible to "provide a motive" already                present, you didn't motivate them, you "activated" them. That is not motivation, that is activation.

                       Maslo, Herzberg, and McGregor?the nay-sayers in this "Yes You Can" vs. "No You Can't"

discourse?all agree that inasmuch as motivation has to come from the psyche of the individual, motivation in the workplace (as we think of it in its conventional context), cannot be achieved without first satisfying an individual's higher needs?the "want" satisfactions as opposed to the basic need satisfactions of food, water, shelter, and clothing.

                        Adair's take (his "50-50 Rule") is a modification of the 80-20 principle of Italian sociologist

                        and economist Vilfredo Pareto (1848-1923), popularly known as Pareto's Law (80% of the

                        effects come from 20% of the causes) in that motivation is dependent on an individual's


                                 Inasmuch as managers push from behind and leaders pull from up front, leadership in the words

and actions of people exampled by Winston Churchill, Franklin Delano Roosevelt, Moses, Doctor Martin Luther King, Malcolm X, Che Guevarra, Mahatma Ghandi, Cesar Chavez, Knute Rockne, Vince Lombardi, Lee Iococca, John F. Kennedy, Ronald Reagan, Bill Clinton and, regrettably, Adolf Hitler?all leaders who did indeed achieve "organizational gains" for each of their respective constituencies. Therefore, it would appear that their acclaimed ability to motivate is the sum of the power of their positions, their irrepressible personalities, and their gift to inspire action. Key word: inspire!. Not ?provide with a motive?.

                                 For example, what commonality did the German people share to so eagerly respond to Adolf

                                 Hitler's leadership? Mired in a deep recession, bitter over the perceived unfairness of the Treaty

                                 of Versailles that ended World War I, staggering under an unstable government politically

                                  threatened by communism, and uncertain of Germany's place in the world as a former world power,                        they German people were starved for leadership, any leadership. A responsive chord Hitler?s                        propaganda machine tapped into to convince Germans they were the ?master race??a timely,                         intoxicating notion, to say the least.

Was it the "Big Lie" message (absent an elusive national identity) there was clearly a chasm deep void longing to be filled by a most receptive populace), or was it the messenger? Fact: The nationalistic motivation for gaining respect as a country was already present. All Hitler had to do was to fill that void with his patented fiery, inspiring oratory?

As it turned out, Hitler had no more capability to motivate people than you do. Which is why, after the internment of political enemies in concentration camps (not all Germans were ?receivers?) followed by more than 40 assassination attempts on his life by his own military (for which 5000 officers were executed), and then extending his reign of terror by

ordering (The Final Solution) the extermination of the whole of European Jewry, most

German citizens were managed by fear, not by motivating anyone.

My supposition is that human beings respond to sixteen predominant personal pressures?the stimuli of atoms that make up motivations?all conveniently beginning with the letter "P?.


















Despite our powers of persuasion, if our salespeople are not "self-motivated" with a driving, inner urge to succeed, there is nothing?as an external force?we can say or do to put in what God left out It will not graft! It will not take! Period. Is there not a difference between the desire for Power (motive) and the achievement of Power (actualization)? Yes! Suggesting, does it not, that the fundamental difference between underachievers and achievers is that the latter group are self-motivated to actuate their desires.

      Whereas, as a sales manager, you can train, teach, demonstrate, influence, challenge,

      coach, predispose, prompt, push, prod, incentivize, reward, give recognition, encourage,

      and inspire your salespeople, even the best sales managers can not motivate an

      unmotivated salesperson. The motive must be theirs, not yours!  What better way to

      explain the high turnover of sales personnel in the Radio business? The #1 reason

      salespeople fail is because they were not committed to the job in the first place! Hiring

      failures, flat out!

      Point:  Management must recognize its limitations.

      People who succeed in life succeed for only one reason: they can't help themselves. Just

      as I have an obsessive need to influence, successful salespeople need to succeed.

      Some determinants for success are more important than others. Here are the five

      interdependent commitments that make the difference:

      1.  The resolve to make a total commitment to succeed!

      2.  Commitment to a "game plan" that puts you into a position to succeed.

      3.  Commitment to focus on what it takes to succeed.

      4.  Commitment to stay on plan,

    ,, ;,, &n, bsp; 5.   Commitment to work your butt off!

      Where does that commitment come from? It comes from within!

      Given the statistical record of how few soldiers have jumped on live grenades to protect

      their buddies on the field of battle, one might conclude that those who failed to take the

      same action responded to different motivations. Assuming they were actually aware of the

      impending danger at the time, what motivations? Probably, given there is no greater

      interest than self-interest, probably by an instinctive desire to live rather than die. Whether

                        their response was motivated by instinct or by a conscious decision, either way their

                        strongest impulse was self-motivated.

      If you analyze only the most successful salespeople you have managed, chances are they

all shared one commonality: they all had a success-driven orientation to begin with. And, because of that inner self-confidence, their personal pride, their competitiveness, their need for recognition, their commitment to self-improvement, their sheer will and determination, over time they developed an ability to communicate in such a way their desire to be respected as great salespeople was achieved. Whatever methodology

      they followed to achieve self-actualization, they became successful not because of us?

      however damaging that may be to our egos?but because of themselves!

But, what about those situations in which one of your salesperson made positive changes in their performance only because of you? Change in their attitude? No! Change in their behavior? Yes! Management can change behavior. Management cannot change attitudes.

Why not? For the same reason you're the only one who can change your attitude.

Point: Management's responsibility is to manage each salesperson's behavior, not their attitudes. You hire attitudes!  

      To buy into this hypothesis fully, especially when it comes to attending seminars advertised

      to be instructional?but which turn out to be instruction-less?whereas motivational

      speakers can not motivate and unmotivated salespeople, they do have the ability to

      inspire salespeople.

      The problem is, far more often than not, a good night's sleep wipes out that inspiration over

      night. Unmotivated salespeople come mostly for the "high" he or she gets from yet another

      desperately needed over-dose of inspiration?self-motivated salespeople come primarily

      for information he or she did not get. Nothing but a quick-fix-mix of junk food inspiration

      instead of providing lasting advice to functionally improve attendee lives.

Do I have a solution to this over-population of unmotivated salespeople? Yes! Replace them with self-motivated salespeople. Which is precisely why I wouldn?t hire anybody today without first putting them through some kind of psychometric testing. And there is the irony?

                                   Without exception, the success of very company in existence today, from a sole proprietor

                                   to General Motors is totally dependent on its salespeople. Yet only an infinitesimally small

           percentage of operating budgets include an allowance for testing of any kind.

           Incomprehensible! Face it, you are more dependent on your salespeople, than your

           salespeople are dependent on you!

                             One final related point? 

                                     Your salespeople don't need inspiration, they need inform-ation! If it?s not relevant to helping

                         salespeople make more money, its irrelevant, and a total waste of your company's money!

                         SIX LESSONS IN SUMMARY :

                           1) Management can not motivate.              

                           2) Management can only activate.

                           3) Management can not change attitudes.  

                           4) Management can change behavior only.

                           5) Test (finalists only) to hire "self-motivated" salespeople.

                           6) If you hire self-motivated salespeople in the first place the debate as to whether or not

                              you can motivate someone else is moot.

                                I rest my case.

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Executive Bonuses Yes. Rank-And-File Raises, No.


It was only six months ago that Radio One CEO Alfred Liggins wrote an e-mail to his troops that, despite the good start to the year, belt-tightening was still needed. He said the company needed to "aggressively" manage expenses to adhere to an agreement it had with a bank so there would be no employee raises. Employees did receive an additional three days of paid time off. In an 8K document filed with the SEC yesterday, Radio One announced it would be handing out half a million dollars in bonus money to two executives.

Here's a portion of the Liggins e-mail from June of this year. "I would like to start by sincerely thanking all of you for your hard work and continued commitment to the company. As you are aware, we had a successful Q1 and the outlook on Q2 is positive as well. It goes without saying that our success is dependent upon our employees, so congratulations and thank you. While I am very pleased with our current performance, it is my position and that of our Board of Directors that we must continue to aggressively manage our expenses and grow our revenue in order to adhere to the terms of our bank agreement."

(12/28/2012 6:55:29 AM)
Doyle, you may be right. We might not know all the facts. If the two receiving bonuses had worked for little or nothing all year, then yes they would be entitled to something at the end of the year. But if not, then they should either turn down the bonuses or find a way to share them with all the company's employees; one is the CFO, after all, and he should be able to figure out something. Their good fortune was achieved through the sacrifices of others. They should recognize that.
(12/27/2012 5:45:55 PM)
A sure bet will be that ACL3 and his mother will get so much that the half million will seem very small... Unbelievably predictable...
(12/27/2012 1:30:50 PM)
No doubt that Alfred could have handled this situation in a more open and straight-forward manner, with an explanation to his employees. Secondly, the bonuses to his two top people have put them in a difficult situation. However, before we all crucify Alfred, there must be a logical explanation. Was the bonus part of these two top level employees compensation package? Was he merely living up to an incentive obligation. I know Alfred as a fair CEO. Cut him some slack until we know the facts.
(12/27/2012 11:44:19 AM)
Sadly, the shareholders come before staffers at most companies. CBS is an exception.

Surrounded by challenges, radio really needs to shine now. Meanwhile, industry leaders are busy swallowing their own tail.

(12/27/2012 11:16:01 AM)
I can understand as an owner why raises were not given. With the uncertainties with our economy and the world conditions, owners and managers who answer to stock holders have to be really careful to not give something they can't afford long term (Does General Motors ring a bell?) However that doesn't mean when the bonuses come out they should go all the way through the ranks to all deserving associates.
Your people will understand and will appreciate your commitment to their welfare and respond in-kind! It works.

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Friday, December 28, 2012

Wisconsin Show Going Dark After 53 Years


This Saturday, "Arcadia on the Air," will air it's final show from the Arcadia Area Historical Museum. According to the LaCrosse Tribune, Polka band leader Ernie Reck started the show in 1958. When he died in 1996, his assistant, Ruth Grappa kept the show going to keep Reck's legacy going. She says being in her 70's, she's feeling the strain of getting older, including the drive into town so she's retiring. The show included news, weather, interviews and polka music.

Read more here from the LaCrosse Tribune.

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Celtics Unveil App With WEEI Stream


Boston Celtics fans will now be able to follow the action on game night with free, live streaming audio from WEEI?s radio broadcast. Entercom Market Manager Jeff Brown said, ?WEEI?s game plan is to always put our award-winning content front and center. The new Celtics mobile app gives Celtics fans and WEEI listeners the ability to listen to ?Grande and Max? on game night whenever they want and wherever they are."

The Boston Celtics mobile app, available for download for both the iPhone and Android platforms, features free live streaming audio of WEEI-FM?s radio broadcast. The Boston Celtics are one of the first NBA teams to stream their radio partner?s broadcast on their mobile app.

View the original article here

Coaching Reps To Make More Money


The challenge of coaching sales reps in the field has never been more important than it is today, due to increased media consolidation that has increased responsibilities of sales management. The real art lies in the difference between just riding with a rep and coaching a rep in the field to increase their sales skill sets. I often encounter sales managers that have never graduated from the ?wannabe? stage. The ?wannabe? stage is when a manager will not let go of the control reins on the reps. They want to be in charge of every aspect of the sale from the opening call to the closing presentation. A common mistake that a manager makes is taking over the call rather than strategizing, coaching, and letting the sales rep quarterback the call. Some managers feel that being hyper-involved is the justification for their existence. Being involved in the process is important, but giving the reps control of the reins is a key aspect of the selling process!

Here are five suggestions to help managers turn the reins loose, and systematically grade and evaluate sales reps on their progress in the field.

1) Ask for the sales reps? input: At the next sales meeting, ask each rep to list five selling skills that they want to improve on personally. Some examples would be closing, overcoming objections, opening the call, information gathering, and sales tool usage.

2) Coaching Guide Notebook: Now compile each rep?s list and organize the individual responses. Create an ?In-Field Sales Rep Coaching Guide.? Refer to this guide on each sales call with the individual rep. Before making the next call with the rep, pull out the guide and simply state, ?Here are the five skill areas that you listed for improvement.? Tell the rep that you will be evaluating the progress of these skills on the call.

3) Positive Feedback: Whenever coaching, always cover the positives of the call before delving into the areas for improvement. In the guide, jot down the areas where improvement occurred, and the areas the rep needs to work on for the next in-field coaching session. These skills can be covered in role-playing during upcoming sales meetings. Practice makes perfect? Wrong! Perfect practice makes perfect!

4) Coaching Calendar: I see too many managers paying lip service to in-field coaching. In-field coaching is not an optional job duty for managers. Show reps how important traveling with them is by posting the travel schedule a month in advance. Predictability is acceptable in this case. When planned in advance, the rep has no excuse for being unprepared for the in-field coaching sessions. The top sales managers spend 40-60 percent of their time coaching their reps. Be committed to the travel schedule. Never cancel an in-field coaching call unless a true emergency arises. Cancelling appointments sends the signal that something else is more important than the rep?s skills improvement. Nothing is more important unless it is an illness or a family emergency. A sales manager needs to arrange their schedule so that department meetings and the like occur before or after prime selling time.

5) Written Evaluations: Just like in school, we all love to be graded, especially when we are doing well. Complete a written evaluation every six months for each rep on their in-field performance. Managers can also reward the reps with incentives for those who have shown the most improvement. Once the evaluations are given, it is time to start the process again with five new areas for improvement. Compile the new list and repeat the process.

The largest cost to a sales department is sales rep turnover. Ensure the success of the sales department by getting out from behind the ivory desk and hitting the field with the reps!

Sean Luce is the Head International Instructor for the Luce Performance Group and can be reached at

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Your Salespeople Have A Free Franchise


Does your sales staff fully appreciate their FREE franchise?

Think about it, what do typical franchisees receive when they invest their life?s savings in a franchise?

Franchisees pay for the rights and privileges of using a recognized name and trademark. Your station name, heritage, format, and logo provide a strong brand for your sales people to represent.

Typical franchisers offer protected territories as long as the franchisees meet agreed-to quotas. Most broadcast organizations offer their ?sales franchisees? similarly-protected account lists.

Franchisers continuously improve their products and services. Broadcasters too are constantly improving programming to grow audiences.

Franchisees rely on the training provided in their franchise agreements to teach them the "tricks of the trade" they have invested in. Successful broadcasters continually provide professional training for their sales executives.

Franchisers provide proven systems and procedures. Radio account executives utilize the broadcaster?s traffic, accounting, ordering, and billing systems.

Franchisers advertise to enhance the value of their brand. Stations advertise and promote on-air and in other media to keep their brands current.

Franchisers invest in market research for their franchisees, just as broadcasters invest in research like Nielsen, Arbitron, TOMA, and various other research and marketing tools.

Last but not least, franchisee remuneration is directly proportionate to the success of their franchise. Commissioned radio executives earn incomes directly proportionate to their success.

I have had the opportunity to consult several national franchise organizations and their franchisees. Many franchisees pay $50,000 to $100,000 or more just to buy a small local franchise. They also pay for real estate, equipment, support staff, and ongoing royalties. In spite of their large investment, typical franchisees will earn LESS than the top biller at your station!

One of the benefits franchisers promote is ?being in business for yourself but not by yourself.? In most radio sales departments, professional salespeople are given the latitude to manage their time and their accounts and account strategies, but they have good management supporting and coaching them each step of the way.

Telling your staff about their free franchise can inspire a commissioned salesperson to be more passionate and professional about managing their franchise.

I have learned, however, that not all franchisees experience the same degree of success. More importantly, I?ve discovered that it is the franchisee who makes the franchise succeed above and beyond expectations, NOT the franchisor.

Here?s what your account executives can learn from the more successful franchisees in other fields across North America;

Embrace Change

When a franchiser introduces new products, ideas or changes it is because they are committed to improving results for the franchisee?.and the success of the franchiser is directly dependent upon the success of its franchisees.

Your station?s success is also dependent upon the success of its salespeople. When management introduces change it is because they are convinced it will make their salespeople, and themselves, more successful. The most successful franchisees always give change a chance.

Rally Behind the Flag

In franchising, there is a thing called ?The Franchisee Dependency Curve." When a new franchisee comes on board they are initially delighted, learning new things every day, managing their own business, and appreciating what the franchiser brings to the table.

But some franchisees become complacent. As their learning curve flattens, they begin to begrudge the royalties they are sending the franchisor. These franchisees begin to fail when they say, ?But my market is different? or ? I know better than head office."

Your account executives? fates are no different. When an A.E. says, ?But my account list is different? or ? I know better than management,? they begin to lose the benefits of their franchise.

Go Beyond the Call of Duty

The most successful franchisees I?ve met actually go beyond what the franchiser expects. If, for example, the franchiser expects them to participate in one local charity for publicity and networking, the most successful franchisees will get involved with two or three charities.

The most successful franchisees actually improve upon and build upon management initiatives and volunteer to sit on franchisee project committees.

And when they do find an improvement that works for them, they enthusiastically share it with the franchiser for the benefit of all franchisees. They recognize that a stronger team benefits the entire franchise as well as their local franchise.

These same three keys will maximize the success of each of your salespeople?s franchises; one, embrace change; two, support the brand; and three, go above and beyond the minimum expectations management sets.

Wayne Ens is the president of ENS Media Inc. and producer of SoundADvice, the radio e-marketing system and advertiser seminar that is persuading local advertisers across North America to drop their print advertising in favor of a radio-Internet media mix. He can be reached at 

(12/27/2012 3:10:22 PM)
I like much of what I've read of Wayne's stuff over the years; I believe he understands sales and management.

That said, the "free franchise" metaphor used by Wayne and others doesn't walk on all fours. It's a rosy depiction of "blue sky" opportunity. Salespeople remain in the status of employees, paid a salary, commission, or admixture of both for the sales they produce. They cannot leverage the work of others as a franchisee can, though their success does depend in part on their co-workers.

- Rod Schwartz - Radio Sales Cafe(12/27/2012 10:21:27 AM)
"Brazil: Tests Tech Before Implementation"

"After extensive testing of both HD Radio and DRM, the Secretary of the Ministry of Communications Electronic Communications, Genildo Lins, said the tests of the two technologies have had poor results,"

(10/11/2012 8:04:24 PM)
I disagree. A franchisee can charge as he sees fit for his services. A franchisee keeps any profits he makes, minus the franchise fees.

Salespeople are captive to the commissions the station is willing to pay. Radio salespeople have little control over what commissions are paid, and on what terms.

Nice try, but written like an owner, or upper management type.

(10/10/2012 2:25:59 PM)
What is the point of this column, other than to "stroke" radio station owners?... There are way too many "consultants" right now like Wayne Ens, telling other people how they should do their job. ... Radio station owners and managers, should require any of these consultants to actually SELL on the street for 3 months, their radio station(s). Then, the proof of a consultant's value, would be very transparent.

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K-Mart By The Numbers


Here's just a sample of what the radio industry is up against when it comes to what advertisers spend. Thanks to Media Monitors we are able to see what K-Mart spent over the past year on both radio and television. The huge difference highlights what radio has been discussing for many years...the need to tell a better story about radio and to do it in front of the people at the top.

On local cable, K-Mart ran 339,367 spots in the last 12 months and 77,459 in November. That November cable number is almost as many spots K-Mart spent on radio in all of 2012. On Broadcast TV the advertiser ran 247,620 spots in 2012, and 37,279 in Novembr. On Radio, Kmart ran 79,798 spots in the last 12 months with their biggest month being November 2012 when they ran 31,258 ads.

Check out more detail from Media Monitors HERE

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Seattle Jock Quits Rather Than Sell Out


Since he was 13, Marty Riemer has worked for Seattle radio stations KJR, KZOK, KXRX and, until last week, KMTT. The 50-year-old Riemer walked away from KMTT because he didn't agree with the way the station's format was heading. He told the Seattle Times, KMTT is no longer a station he would listen to, ?And I don?t want to feel like a sell-out.?
According to the paper, Riemer "started inching toward the exit earlier this year, when the station changed its format from an eclectic mix of rock and new music to include more classic hits: Eddie Money, Supertramp, REO Speedwagon." Read the Seattle Times story about Riemer HERE

(12/25/2012 11:20:19 PM)
"Brazil: Tests Tech Before Implementation"

"After extensive testing of both HD Radio and DRM, the Secretary of the Ministry of Communications Electronic Communications, Genildo Lins, said the tests of the two technologies have had poor results, especially high-power FM. The testing demonstrated the digital signal coverage is approximately 70% of the current analog signal. The future of radio is digital, but that future is not yet. We are unable to make a decision on these results."

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Thursday, December 27, 2012

Entercom San Fran Teams With ESPN


Entercom's 95.7 The GAME (KGMZ-FM) will be making room for ESPN programming on January 1. Mike & Mike in the Morning will be heard weekdays from 3:00-6:00 a.m. PST and the station will also carry play-by-play coverage of Major League Baseball, the NBA, and NCAA football. Additionally, 95.7 The GAME will feature numerous ESPN personalities on-air throughout the broadcast week.

?We are excited about expanding our relationship with Entercom by providing ESPN Radio programming to the fourth-largest media market in the country on The Game,? said Patrick Polking, ESPN Senior Director, Distribution and Business Development. ?This move provides San Francisco?s passionate fans the best of our national, and their local, coverage and analysis while extending our goal of moving our content to the FM dial.?

Here is the January 1 lineup:
3:00 a.m.-6:00 a.m.      Mike & Mike In The Morning (ESPN Radio)
6:00 a.m.-10:00 a.m.      The Rise Guys: Whitey Gleason, Mark Kreidler, and Dan Dibley
10:00 a.m.-12:00 p.m.   The Pulse with Matt Steinmetz
12:00 p.m.-3:00 p.m.     The Wheelhouse with John Lund & Greg Papa
3:00 p.m.-7:00 p.m.        Bucher & Towny: Ric Bucher and Chris Townsend
7:00 p.m.-12:00 a.m.    Guy Haberman

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Report: Nurse Duped By DJs Tried Suicide Before


The New York Daily News is reporting that the nurse who killed herself after being tricked by DJs Mel Greig and Michael Christian attempted suicide twice before. The paper says 46-year-old Jacintha Saldanha, visited family in India in 2011 when she overdosed on pills. And nine days later, she tried to jump from a building. Read the full story HERE

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WLQR Toledo Switching to CBS Sports Radio


Over the next few weeks, and as contracts expire, we'll probably see a lot more of this type of format shuffling as CBS Sports Radio enters the 24-hour format fight in exactly one week. The Toledo Blade is reporting that WLQR-FM will drop ESPN programming for the new CBS network. Cumulus is working with CBS to roll the new network out. Cumulus owns WLQR in Toledo.

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Lawsuit Filed Over Journal Knoxsville Purchase


As we reported last week, Journal announced it had purchased WNOX in Knoxville, giving it a 4th FM in that market. As soon as the deal was announced, the owner of M&M Broadcasting filed a lawsuit against Johnny Pirkle, the owner of WNOX. M&M claims that it had a deal to buy the station but says "in the final days Journal intervened and got the deal." The sale still must be approved bf the FCC.

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TuneIn Releases Top 100 Stations Of 2012


TuneIn lists about 70,000 radio stations consumers can listen to through their app or website. They have just released their top stations of 2012. U.S stations finishing in the top 20 were: NPR (#9), "The DA Show" heard on WBZ-FM, The Sports Hub in Boston (#13), and CBS-owned 1010 WINS in New York City (#20). Tom Leykis came in at a very respectable #32. To see the entire TuneIn list from 2012, GO HERE.

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Wednesday, December 26, 2012

Spin Magazine Stops Publishing


After nearly three decades of publishing news, pictures and all the details consumers needed to know about the indie music scene, Spin will end its print edition. Over the past ten years, ad pages dropped from 661 in 2003 to 378 in 2011. In 2012, that number dropped to 171. The magazine will continue to publish its website

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NAB Agrees With Entercom About Contest Rule


The NAB has has filed comments supporting Entercom's request that the FCC update its rules, allowing stations to provide listeners with contest rules on station websites. The 1976 rule requires stations to make periodic on air announcements. These promos often take up valuable air-time that could be used for ads (or other programming), they are read at warp speed or buried at times few people are listening. Entercom filed a "Petition for Rulemaking" in January of 2012.

The NAB, which filed it comments last week, wrote "The Commission should revisit the Contest Rule and consider making ?adjustments to better serve the public by recognizing that there are now better ways to communicate detailed contest information and removing from the rules the requirement of counterproductive undesirable program content.?

Today, the public expects to be able to access information over the internet via computers, tablets, hand-held devices and smart phones. Communication is expected to be crisp, concise and brief. Consumers have many choices for entertainment, information and news and will flip from one to another if their expectations are not met. Reading detailed contest terms on air interrupts radio programming and can drive listeners away. It is also unnecessary, given other communication options today. In particular, accessing contest terms via the internet is a more user-friendly way for consumers to read, understand and assess the terms of a contest, rather than trying to catch a fleeting and periodic on air announcement.

Read the Entercom Filing HERE
Read the NAB Filing HERE

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Kohls Joins NRG Omaha


NRG is bringing in Ken Kohls to program "The Big O 101.9-FM" (Adult Hits) The veteran broadcaster joins the station with three decades of radio programming experience and 20 years of radio management experience. Kohls will also take the Noon to 4PM shift on the station.

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Cox Connecticut Raises Over $162K For Newtown Kids


During a radiothon last week, the Cox radio cluster in Connecticut held a radiothon to raise funds for the ?Sandy Hook School Support Fund.? Kristin Okesson VP/Market Manager CMG Connecticut tells Radio Ink $162,051.20 in phone donations were raised and Internet and walk in donations are still being tabulated. ?We are overwhelmed with the generosity of our listeners, unanimously we agree that although what led us to this radiothon was a terrible tragedy, we reflect on the day as one of the best days of our career.? In addition, CNN covered the station during an interview morning team "Chaz & AJ" were doing with a Sandy Hook fireman. Watch the CNN video below

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Entravision Starts News Credit Facility

$50 Million In Credit

ENTRAVISION COMMUNICATIONS CORP. has entered into a new $50 million credit facility, consisting of a $20 million term loan and a $30 million revolving credit facility.  The new credit facility replaces the company's existing $50 million revolving credit facility.

ENREAVISION intends to use proceeds from the $20 million term loan to partially fund its previously announced redemption of $40 million of the company's 8.750% Senior Secured First Lien Notes due 2017.  The company intends to use proceeds from any future borrowings under the new revolving credit facility to, among other things, fund its working capital needs and other general corporate purposes.

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KFI's Bill Carroll Adds Separate Show For AM640/Toronto


CLEAR CHANNEL Talk KFI-A/LOS ANGELES midday host BILL CARROLL is returning to the TORONTO airwaves with a daily talk show, but he won't be giving up his "day job" to do it.   Canadian wire service QMI AGENCY is reporting that CARROLL will be adding a show for CORUS Talk CFMJ-A (TALK RADIO AM640)/TORONTO that he'll be doing from LOS ANGELES starting JANUARY 7th. 

CARROLL will continue to host the KFI show live noon-3p (PT), and will tape the first two hours of his 4-7p (ET) show for CFMJ, doing the final hour live from LOS ANGELES, where he recently renewed his KFI contract for three years.

CARROLL hosted for several years at crosstown ASTRAL MEDIA Talk CFRB-A before heading to the States to join KFI's lineup in FEBRUARY 2010.

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Tuesday, December 25, 2012

CCM+E Names Rich McLaughlin Dir./Digital Music Programming

Rich McLaughlin

CLEAR CHANNEL MUSIC + ENTERTAINMENT has named RICH MCLAUGHLIN Dir./Digital Music Programming for its National Programming Platforms team. 

He will oversee the Digital Music Programming team and create new brands for the iHEARTRADIO platform, as well as work with the sales and partnerships teams on growing digital revenue and iHEARTRADIO branding awareness.  

MCLAUGHLIN, who was Digital Program Dir. for CLEAR CHANNEL DIGITAL from 2009 to 2011, will assume his new duties on JAN. 2nd.

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Grupo Radio Centro Delists From NYSE

Out Of Stock

GRUPO RADIO CENTRO intends to delist its American Depositary Shares from THE NEW YORK STOCK EXCHANGE and to terminate its American Depositary Receipt program. The main purpose of delisting is to obtain efficiencies in the Company's financial reporting and administrative costs.  

GRC noticed the NYSE in writing of its intent to delist; it next will file the related Form 25 with the SEC shortly thereafter, and expects the delisting to become effective 10 days later. GRC's shares will continue to be traded on the BOLSA MEXICANA DE VALORES in MEXICO.  GRC has not arranged for the listing or registration of its ADSs or Series A shares on another U.S. national securities exchange or for their quotation in a quotation medium in the United States.

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Western Maryland Trio Sold


Receiver JOHN CULP is selling Hot AC WKHJ/MOUNTAIN LAKE PARK, MD and Counry WWHC (92.3 THE TRAIN) and Classic Hits WMSG-A/OAKLAND, MD to BROADCAST COMMUNICATIONS II, INC. for $775,000.  The stations, formerly owned by RADIOWERKS BROADCASTING, were put in receivership by the GARRETT COUNTY, MD Circuit Court in MAY 2011.

In other filings with the FCC, TALLGRASS BROADCASTING, LLC, through court-appointed receiver C. DAVID RHOADES, is selling Country KBIK and Religion KIND-A (GRACE 1010)/INDEPENDENCE, KS and Country KIND-F (INDY 102.9)/ELK CITY, KS to INDEPENDENCE MEDIA, LLC fo $200,000.

GOSPEL ECHO, INC. is selling noncommercial KBNO-F/WHITE SALMON, WA to EDUCATIONAL MEDIA FOUNDATION for $30,000.  The seller has also requested an extension of the station's Silent STA due to electrical failure.

WMCH RADIO, INC. is selling Classic Country WWAM-A/POWELL-KNOXVILLE, TN to ARM & RAGE, LLC for $75,532.50.  The station, formerly WKTI-A, was acquired recently by the seller from JOURNAL BROADCAST CORP. for $65,000.




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KOOO Names Ken Kohls PD


New PD

NRG MEDIA Adult Hits KOOO (THE BIG O)/OMAHA has named KEN KOHLS PD. The 30-year veteran broadcaster, who starts JAN. 2nd, will also hold down the NOON-4p daypart..

"KEN is a seasoned broadcaster with management and promotional experience, making him a perfect fit for the needs of THE BIG O," OM JEFF LYNN said. "He has worked in many larger radio markets including MILWAUKEE, and he is keenly aware of the importance of a radio station like THE BIG O in the local community. He will undoubtedly launch a more aggressive in-market and digital presence for the station to further engage with the local listeners."

"It is truly an honor to be in Omaha where I can make an impact in leading a great brand like THE BIG O. Working alongside JEFF and having the opportunity to work with DAVE WINGER on the morning show, will really be a thrill for me. I am eager to dig in to see what we can do to make the station even more relevant in the lives of our local listeners and advertisers,"

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Fred Jacobs Mulls Nielsen/Arbitron Deal Impact

Fred Jacobs

With NIELSEN's acquisition of ARBITRON still fresh in the minds of the radio industry (NET NEWS, 12/18), FRED JACOBS of JACOBS MEDIA discusses the possible ramifications of the deal in his blog TODAY.

"We’re at that point -- more and more consumers are turning to multiple screens, digital media, and a bevy of options," he wrote. " And it will all intensify after the holidays as they purchase new smartphones, tablets, and connected cars. How traditional media brands make the transition is at the heart of the issue, and how NIELSEN and ARBITRON measure these emerging behaviors and habits will determine whether they can be properly monetized."

Read the entire blog here.

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Deezer Aims To Challenge Spotify In The U.S.

Another Music Streamer Eyeing The States

It looks like another music streaming company wants to compete against SPOTIFY in the U.S. -- even though SPOTIFY has yet to earn a profit here. CNET reports that international streaming service DEEZER is looking to set up shop in the STATES.

CEO AXEL DAUCHEZ told the WALL STREET JOURNAL that his company is "looking for a partner in the U.S." that would allow it to gain access to a "significant volume of subscribers." Currently, DEEZER three million paying subscribers, compared to SPOTIFY's five million, with one million of them residing in the U.S.

DEEZER's service, available in 160 countries, offers two free hours of ad-supported music streaming, but also has monthly plans ranging in price from $9 to $12 a month for those who want to stream music to their mobile devices.

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Monday, December 24, 2012

Clear Channel Launches Boston Dance Station

Thursday, Clear Channel launched an electronic dance format on 101.7-FM, the former home of alternative rocker WFNX. "Evolution 101.7" is an extension of the digital station ?Evolution? on iHeartRadio, according to President of National Programming Tom Poleman. ?Like the early days of FM, iHeartRadio is the new playground for programming experimentation,? Poleman said.

Clear Channel purchased the station from the Phoenix Media/Communications Group back in May for $14.5 million. Read more about the station HERE

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Lamme to Run D.C. For Clear Channel


Dennis Lamme is the new Market Manager for Clear Channel's Washington, D.C./Baltimore cluster. Lamme has been with Clear Channel for more than 15 years and moves to D.C. from Clear Channel Philadelphia, where he held a similar position. He's also worked in Pittsburgh, St. Louis, and Albany for Clear Channel.

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News Icon Ed Tobias Heads For The Beach

After a 45 year broadcast career, 31 of which were spent with the Associated press, Ed Tobias is retiring. Tobias says he's moving to his beach condo where he plans to become a full-time beach bum. Tobias covered more than fifteen space shuttle launches, the 1984, 1988 and 1992, 1996 and 2000 political conventions and Soviet-American summits in Reykjavik, Iceland; Valletta, Malta; Moscow, Vancouver and Washington, D.C. Before joining AP, Tobias was News Director at WTOP in Washington, D.C. We turned the table on Tobias and asked him a few questions.

What are your thoughts on the state of news coverage today compared to when you started?
When I got my first full-time radio job, at WFAS in White Plains in 1970, radio was local.  At 99% of the stations the programming and, especially, the news was community-based.  It was a win-win for the stations and the community.  The best of today's stations are still that way, but the vast majority are homogenized.  You can drive from town to town and not hear a lot of difference in the programming.

The news, if there is any,  is usually no more than headlines.  When I was at WASH our combination of music, news and community involvement (on what was, in 1973, supposed to be the "music band"), brought in great numbers.  I think that formula can still work today.
What are your thoughts about the place you once worked, WTOP?
It's a great station, with the combination of news and community involvement that I just talked about.  And, it's more than a's a true multimedia information source.  I reporters out shooting video and stills (for the web site)???  TOP and Jim Farley have been on the cutting edge of this.  I'm glad that I spent a short time there, and while there hired Jamie Gangel, (who quickly went to NBC), Bob Marbourg, among others.
What story did you enjoy covering the most?
I covered, or produced coverage of, about a dozen space shuttle launches, plus a handful of landings.  From an enjoyment standpoint, that was tops.  I've also been fortunate to have met a lot of interesting people and traveled to a lot of interesting places over the years.
Worst story you ever covered?
I was running the desk at AP's Broadcast News Center, watched the Challenger explode (on a video feed) and ordered the FLASH on the Broadcast Wire that reported: "NASA says the shuttle has exploded."  Watching the faces, and hearing the gasps and moans, from Christa McAuliffe parents and students hit me right in the gut.

Congratulate Tobias on a great broadcast career at

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SiriusXM Class Action Suit Upheld


In 2009, subscribers sued SiriusXM claiming the company violated antitrust laws when it raised prices after the merger with XM. They said Sirius broke promises to win merger approval from the FCC. On Thursday, The U.S. Court of Appeals in Manhattan affirmed a ruling by a lower court that approved the $180 million suit settlement. Plaintiffs? lawyers were awarded $13 million in fees.

In 2011, SiriusXM won District Court approval of a settlement before a trial was to take place. The agreement stated there would be no price change for five months.

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Clear Channel Flipping To Talk In Fresno


On January 1, Clear Channel will flip its Alice format on KALZ-FM to talk and feature Glenn Beck, Rush Limbaugh, and Sean Hannity. Market Manager Jeff Negrete says, ?We are excited to offer a contemporary and entertaining presentation of News Talk that will transform the Fresno radio landscape. Power Talk will be a game changer for the Fresno market.?

The new lineup in the first of the year will be:
Glenn Beck from 6-9:00 a.m. PST
Rush Limbaugh from 9 a.m.-noon PST
Sean Hannity from noon-3:00 p.m. PST
Bill Manders from 3-6:00 p.m. PST (LOCAL)
Andy Dean from 6-9:00 p.m. PST
Jerry Doyle from 9 p.m.-midnight PST
Coast to Coast AM with George Noory from midnight-6:00 a.m. PST

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Dial Global Teams With Courtside


Dial Global says Courtside's Launchpad Digital Media will now represent the Company?s podcast programming. Launchpad represents on-demand and streaming podcast programming. Dial Global co-CEO Spencer Brown (pictured) says ?This new partnership with Launchpad significantly augments Dial Global?s capability to do both by opening new creative avenues for top talent and new doors for advertisers to access the widening on-demand podcast audience.?

Potential podcast programming from Dial Global includes Dennis Miller, Loveline, Billy Bush, Charles Osgood, Country programming, DG Sports and NBC Sports Radio, just to name a few.

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Sunday, December 23, 2012

WFAN's Mike Francesa is Number One Sports Talker in America


It would be hard to imagine heading home from work, stuck in traffic on the Long Island Expressway, and Mike Francesa not being there to make that ride tolerable. The WFAN icon tops the list of local sports talkers on Radio Ink's inaugural listing of the Top Thirty Local Sports Talkers in America.

Francesa is recognized as the Godfather of Sports Talk having been a part of the early, and sometimes difficult, days at the first sports talk station to ever launch. He's been a household name in New York ever since. "I have incredible affection and love for my audience, because my audience put me here and has kept me here for 25 years," Francesa told Radio Ink.  ESPN New York's Michael Kay comes in second on our list and Mike Mulligan & Brian Hanley finished third.

Here's a look at the entire list.
Download a PDF of the 30 Top Talkers as it appears in Radio Ink Magazine

This is the first year Radio Ink has put out this list, and we believe it?s long overdue. Many names on this first list of top local sports talk personalities are pioneers in the Sports Talk format, and still going strong. Others have been entertaining listeners, ribbing callers, and posting big ratings for years. In fact, the people on this list have well over 400 combined years of sports talk experience. And many of our 2012 stars not only have longevity in the format, but loyalty to their stations.

Here are some interesting facts we uncovered in our research for this issue: New York City, Chicago, and Boston are the most competitive sports markets in America, CBS and Entercom produce talented sports talk hosts like Purdue produces chickens, and former or current sportswriters and TV sportscasters occupy quite a few positions in Sports Talk radio.

These sports superstars come to us from every daypart, from big cities where the competition for ratings is fierce, and from small towns where they moonlight at their local high school or college as public address announcers. One team on our list is made up of a group of guys who grew up on the same block and were in the same kindergarten class.

We?ve named individuals, duos, teams, and crews. As long as they?re not syndicated, are focused on the local sports scene, and were nominated by their station or company, they were eligible to be on our list. Following the nominations, our panel of sports experts went to work to determine the order.

So let the debate begin. Here is our list of the 30 Top Local Sports Talkers in Radio for 2012.

#1) Mike Francesa - WFAN in New York
?It is no surprise to any of us at CBS Radio that Mike has been awarded this outstanding honor as he has been unquestionably the dominant personality in the format for over two decades now and counting. His iconic position in afternoon drive on the nation?s # 1 sports station in the nation?s # 1 market has become the gold standard in our industry and we are proud to see his contributions and accomplishments being recognized with such a deserving distinction.?      Chris Oliviero, Senior Vice President, Programming, CBS RADIO.

#2) Michael Kay - WEPN (ESPN) in New York
#3) Mike Mulligan & Brian Hanley - WSCR-AM (CBS) in Chicago
#4) John Dennis & Gerry Callahan - WEEI (Entercom) in Boston
#5) Gary Radnich - KNBR (Cumulus) in San Francisco
#6) Eric Bickel, John-Paul Flaim, Jason Bishop and John Auville (The Sports Junkies) - WJFK (CBS) in DC
#7) Boomer & Carton - WFAN in New York
#8) Angelo Cataldi - WIP (CBS) in Philadelphia
#9) Tom Waddle and Marc Silverman - WMVP (ESPN) in Chicago
#10) George Dunhm, Craig Miller and Keith Gordon - KTCK (Cumulus) in Dallas
#11) Charlie Pallilo - KBME (Clear Channel) in Houston
#12) Dan McNeil - WSCR (CBS) in Chicago
#13) Petros & Money - KLAC (Clear Channel) L.A.
#14) Brian Murphy and Paul Mccaffrey - KNBR (Cumulus) in San Francisco
#15) Mike Gastineau - KJR (Clear Channel) Seattle (Mike retired after our issue published)
#16) Glenn Ordway & Michael Holley - WEEI (Entercom) Boston
#17) Randy Galloway - KESN (ESPN) in Dallas
#18) Fred Toettcher & Rich Shertenlieb - WBZ-FM (CBS) in Boston
#19) Sandy Clough - KKFN (Lincoln) in Denver
#20) Tom Tolbert - KNBR (Cumulus) San Francisco
#21) Mitch Levy - KJR (Clear Channel) in Seattle
#22) Michael Joseph - WYGM (Clear Channel) Orlando
#23) Jeremy White and Howard Simon - WGR-AM (Entercom) in Buffalo
#24) Mike Schopp & Chris Parker - WGR-AM (Entercom) Buffalo
#25) Jody Oehler - KFFN - (Journal) in Tucson
#26) Adam Gold and Joe Ovies - WCMC (Capitol) Raleigh
#27) John Bishop and Mike'l Severe - KOZN (NRG) in Omaha
#28) Bob Fescoe - KCSP (Entercom) Kansas City
#29) Matt Moscona - WNXX (Guaranty) in Baton Rouge
#30) Joby Fawcett - WEJL ( Shamrock) Scranton

To order a copy of this issue call 561-655-8778

(12/22/2012 5:27:31 AM)
No hosts from the sports hub in Boston? Felger and Mazz with heart throb bertrand is tops in this market
(12/21/2012 11:43:37 PM)
Angelos Cataldi isn't even the best in Philly. That spot belongs to Mike Missanelli.
(12/21/2012 8:55:02 PM)
"Brazil: Tests Tech Before Implementation"

"After extensive testing of Both HD Radio and DRM, the Secretary of the Ministry of Communications Electronic Communications, Genildo Lins, said the tests of the two technologies have had poor results, especially high-power FM. The testing demonstrated the digital signal coverage is approximately 70% of the current analog signal. The future of radio is digital, but that future is not yet. We are unable to make a decision on these results.

(12/21/2012 7:10:47 PM)
I'm a fan in Detroit and I'm shocked that Mike Valenti and Terry Foster are not on your list. Valenti is not only honest and articulate but entertaining as well. He can debate anybody in Sports and unlike most hosts, he will admit when he was wrong. Terry Foster brings his 20+ years of experience in the Detroit market. On the show, Terry usually is the voice of the fans, while Mike is the voice of the "how it is".
(12/21/2012 1:21:57 PM)
Two other shows not mentioned and should be. Border Patrol (Steven St. John and Nate Bukaty) on Sports Radio 810 WHB in Kansas City and Jason Anderson on ESPN 680 in Louisville. Great local sports radio from all these guys.

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(DIGITAL) My Chat With Twitter's Dominic Sagolla


BK: Tell us how you became one of the co-creators of Twitter.
DS: In 2006, I worked as Head of Quality for a podcasting company called "Odeo" in San Francisco. As our company struggled to gain users, we held an idea competition, or "hackathon," in an effort to save the team.
I was on the small team with Jack that came up with Twitter, and first pitched it to the group. After the inception, I helped to design the privacy features including "protected" status. Since then I've worked tirelessly to explore the medium and attract great leaders and interesting people from all around the world to our platform.

BK: You are responsible for creating the book ?140 Characters: A Style Guide for the Short Form.? What was your goal in creating this guide?
DS: I was in elementary school when I wrote my first program on an Apple II. I was a teenaged English major when hypertext was born and the Web came to life. I've always had a fascination with the intersection of engineering and the liberal arts at the point of most good to society. As one of Twitter's creators, it's my responsibility to explain how to use it for the most good. My goal with "140 Characters" was to compliment the other time-tested writing guides like "The MLA Handbook" and "Elements of Style" by Strunk and White.

Another goal was to simultaneously publish the physical book and an interactive version available as an iPhone app (see This app contains many innovations now being integrated into iBooks and other popular digital book formats.

BK: Tell us about some of your other success stories, specifically your work with the Obama '08 political campaign.
DS: One week after iPhone launched in 2007, six advocates of Open Source brought 400 developers and designers to San Francisco for the first iPhoneDevCamp. The co-author of SSL, the founder of BarCamp, a prominent analyst, a master inventor, a community organizer, and myself held a 48-hour idea competition in the exact spirit of the one that contributed to the formation of Twitter.  We used Twitter to build more Twitters.
This community has blossomed into the world's most prolific hackathon, spawning hits like Square, Temple Run, Tapulous (sold to Disney), Small Society (sold to Walmart), FoodSpotting, and my company DollarApp (sold to Chaotic Moon, which also came from a camp co-founder).

Our biggest success was the Official Obama '08 iPhone App?built from napkin sketch to download in 22 days by a team of rock star volunteers from our community using Open Source that we ourselves developed. The app generated over 41,000 phone calls to swing states in the month leading up to the election, and has served as the model for modern political "apptivism."
As usual I was the test engineer and build manager. I sent our work to the campaign staff, managed all feedback, and supported our maintenance releases. A sure sign of approval, our team got a personal phone call from Steve Jobs as we released the app, saying "Thank you."
BK:  As you imagine what you were a part of building in Twitter, how do you think radio is utilizing this tool and how can you coach our business to take more advantage of it?
DS: I've studied this in Australia and in the U.S.?radio is not using Twitter as effectively as it could be. There seems to be a kind of apprehension, as if Twitter will somehow eclipse the need for radio. This is baseless?Twitter only enhances the experience of listening and reacting to radio.
Give your Twitter handle out at the beginning and end of every segment. Create hashtags and shortened links for your listeners to use in response to each discussion. Follow up and document the conversation if you can, and take the discussion offline or into other media like email when appropriate.
Focus not on the number of users you have, but measure instead their quality and level of engagement. Follow @thebook for great examples and links to more of this type of advice.
BK: Where do you see the future of social media and radio in the upcoming three to five years?  What?s new on the horizon?
DS: On the horizon are more "niche" type social networks like Path, Square, and Reddit. Look for services that simplify the experience of writing, posting, and editing specific types of content.
I'm personally on the lookout for the perfect social network for audio, the evolution of the podcast. Anyone interested in this should reach out to me and my company Chaotic Moon (

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